• Channel Account Manager – Americas

    Location US-TX-Remote - Dallas | US-NY-New York | US-CO-Remote - Denver
    Job ID
    1-38753
    Category
    Sales - All Openings
    Pos. Type
    Full Time
    Remote
    Yes
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.

     

    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.

     

    Join our Enterprise team…great customer service starts here. We design virtual assistants for intelligent and effortless customer service helping customers find the information they need using whatever channel they prefer.

    Job Summary

    We are looking for an experienced Americas Enterprise Channel Manager to manage and grow a strategic set of enterprise business partners include VARs, SIs and ISVs focusing on the Contact Center, Unified Communications and Security markets.  This will be a high touch, high visibility position working with essential partners driving engagement, sales enablement and maximizing the potential of the partner and Nuance portfolios as well as partnering with the Nuance Commercial and Government sales teams throughout the entire sales cycle of the partner opportunities.

    Responsibilities

    Channel Sales Management (Strategic)

    • Own the end-to-end partnership (including relationships) of Enterprise Partners from the field reps to key executives within the Partner organization
    • Manage, drive and continually enhance a successful sales engagement model between Nuance Sales teams and Partners; grow and cultivate field relationships.
    • Drive the interaction and communication between Nuance and Partner Sales Management
    • Own the Nuance Sales number, drive pipeline, and deal registration for the NA partner community   to achievement of these goals.
    • Gain a detailed understanding of the partner’s key business drivers and design strategies and a business development plan that deliver value in line with these business drivers to grow Nuance sales and revenues with the strong ability to deliver on the plan
    • Discern partner requirements, feedback and strategy to convert to actionable goals to be incorporated into partner plans to maximize joint value proposition
    • Partner closely with field sales teams on opportunities and help to drive to closure.
    • Strong understanding of the end-to-end sales cycle (all phases) for assigned partner accounts to maneuver through opportunities with the sales teams on the deal plan/strategy.
    • Work with marketing and sales to gain mindshare and build brand awareness of Nuance solutions and services through determination of most effective use of seminars, webinars, sales meetings and conferences.
    • Conduct regular business review and planning meetings to ensure alignment with partners
    • Successfully manage potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
    • Work with Partner Program team to maximize partner participation in the many elements of training and competency of the program.

    Sales Operations Management (Tactical)

    • Provide day-to-day support for assigned channel partners to help them sell, implement and support Nuance’s products and services.
    • Aggressively drive partners to maximize sales and total partnership potential through sales best practices, training and support onsite and remotely with Nuance value proposition material and presentations.
    • Be the focal point for communicating all operational issues, policies, procedures between Partner and Nuance
      • Ensure pricing, part numbers, licensing programs, sales engagement models etc. are communicated and understood by the Partner
      • Provide and manage partner quotes, orders, deal reviews, and procurement processes
      • Manage and understand partner operational processes
      • Prime and point person for all partner contracts from negotiations to execution for new and existing agreements.
    • Coordinate the involvement of company personnel, including support, service, technical and management resources, in order to meet partner performance objectives and partners' expectations.
    • Assist with ongoing partner training, marketing, and overall enablement programs
    • Effectively track activity and maintain accurate forecasts using SalesForce.com.
    • Ensures partner compliance with partner agreements and program rules

    QUALIFICATIONS

    • 5+ years of relevant, quota carrying, enterprise software sales experience (experience with contact center and/or unified communication technology is a plus)
    • Background in channel sales/account management (on a global level is preferred)
    • Proven track record of achievement against sales targets.
    • Quick Learner that is skilled at penetrating into new and existing accounts and exceeding multimillion dollar annual sales quotas.
    • Must be self-motivated, proactive, and have a can-do attitude
    • Demonstrated analytical skills, including ROI quantification and justification
    • Ability to think through complex situations and think outside-the-box to find resolution or alternative options for any given scenario
    • Strong knowledge and understanding of contracting agreements as well as good negotiation skills
    • Successful track record of building and maintaining strong relationships ranging from senior level executives to technical contacts
    • Ability to forecast and accurately manage accounts, opportunities, activity in CRM (knowledge of salesforce.com a plus)
    • Possess a strong business acumen in managing strategic accounts or partnerships with the ability to understand strategic business drivers
    • Excellent communication and cross-functional teamwork skills (product management, support, sales and senior management) with an ability to influence direction and decision outcomes
    • Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into products requirements
    • Proficient knowledge in the use of Microsoft Office
    • Bachelor’s degree (MBA desirable)
    • Ability to travel up to 30% of the time

    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

     

    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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